Director, Strategic Accounts
SUMMARY: The Director, Strategic Accounts is responsible for meeting the targeted sales growth goals for all assigned accounts and serving as the leader of assigned strategic accounts, orchestrating the deployment of company-wide resources to provide comprehensive product, service and solutions to these accounts. This position will act as a coach in the development of the Strategic Account Management team to enable them with the tools necessary to maximize sales.
ESSENTIAL DUTIES and RESPONSIBILITIES include the following.
- Executes an effective strategic sales strategy for large multi-national key accounts in support of organizational strategy and objectives; is accountable for meeting yearly sales growth goals.
- Provides regular and structured coaching and opportunity management to the sales staff in support of meeting sales growth goals. Builds, develops and manages sales team capable of delivering needed sales and service initiatives.
- Travels with the sales staff as needed up to 80% of time.
- Is accountable for meeting targeted sales growth goals for assigned accounts. Meets targeted goals for new business growth. New accounts may be added upon approval.
- Leads strategic account teams for assigned accounts. Facilitates both internal and external teams in order to foster strategic partnerships. Team member for additional strategic accounts as needed.
- Maintains an opportunity pipeline within CRM software (Salesforce) for strategic accounts.
Activities to include, but limited to:
- Effectively opens, develops and closes opportunities within the pipeline with attention to valued-added and solution-based selling
- Provides management with accurate opportunity and territory forecasts based on pipeline and market analysis in a timely manner
- Responsible for the team’s management of the CRM database and the accuracy of the opportunity pipeline to include all sales related documentation within the total quality system
- Coordinates all customer needs for assigned accounts with the rest of organization including such areas as marketing, technical, and customer complaints.
- Stays abreast of current trends, market conditions, and technological advances through continued education; maintains ongoing technical learning as needed.
- Performs other duties as assigned.
- Follows all company safety rules in performing job duties.
SUPERVISORY RESPONSIBILITIES:
Directly supervises the Strategic Account Managers. Carries out supervisory responsibilities in accordance with the organization’s policies and applicable laws. Supervisory responsibilities include, but are not limited to, hiring and training employees, planning, assigning and directing work, appraising performance, rewarding and disciplining employees; addressing complaints and resolving problems. Uses own initiative and exercises independent judgment.
EDUCATION and/or EXPERIENCE:
Bachelor’s degree (B.A.), preferably in Food Science, and a minimum of seven to ten years related experience or equivalent combination of education and experience. Experience in technical service/sales with a recognized ingredient company, as well as experience in team management with major accounts is preferred.
